Basic New Mindset Sales Training course Part 4

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Sales training for non sales people who need to know the basics to be successful

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Basic New Mindset Sales Training course Part 4

  1. 1. New Mindset “ Rethinking your business”
  2. 2. Sales
  3. 3. Fact-finding <ul><li>Use handy questions that: </li></ul><ul><li>Arouse attention </li></ul><ul><li>Make people think </li></ul><ul><li>Help absorb key points </li></ul><ul><li>Clarify progress </li></ul><ul><li>Increase self-confidence </li></ul><ul><li>Create commitment and partnership </li></ul>
  4. 4. Keeping control <ul><li>Control the speed and pace of the discussion </li></ul><ul><li>Use open questions to probe </li></ul><ul><li>Use closed questions </li></ul>
  5. 5. Questions – Go on a spree <ul><li>S ummarise </li></ul><ul><li>P rioritise </li></ul><ul><li>R eflect </li></ul><ul><li>E xtend </li></ul><ul><li>E xplore </li></ul>
  6. 6. Key questions - WANTS <ul><li>W ants </li></ul><ul><li>What would you like to improve most? </li></ul><ul><li>A uthority </li></ul><ul><li>Who else is involved in evaluating and approving? </li></ul><ul><li>N eeds </li></ul><ul><li>What are your key goals? </li></ul><ul><li>T imescale </li></ul><ul><li>When will you complete the evaluation and installation? </li></ul><ul><li>S pend </li></ul><ul><li>How much money has been allocated? </li></ul>
  7. 7. When they reply to your questions: <ul><li>Pause </li></ul><ul><li>Check back </li></ul><ul><li>Prioritise </li></ul><ul><li>Build up </li></ul><ul><li>Clarify </li></ul><ul><li>Understand their issue as real and unique </li></ul><ul><li>Don’t GAG: G ive unsolicited advice </li></ul><ul><li>A ssume </li></ul><ul><li>G eneralise </li></ul>
  8. 8. Active listening <ul><li>Our 500 most used words have over 10,000 dictionary definitions </li></ul><ul><li>Listen to how words are specified </li></ul>
  9. 9. Active listening – do: <ul><li>Watch their eyes </li></ul><ul><li>Suppress your feelings </li></ul><ul><li>Check understanding </li></ul><ul><li>Use notes </li></ul>
  10. 10. Active listening – don’t: <ul><li>Be distracted </li></ul><ul><li>Interrupt </li></ul><ul><li>Miss implied needs </li></ul><ul><li>Queue up your next question </li></ul>
  11. 11. Feasibility survey <ul><li>Gain acceptance of need to survey requirements </li></ul><ul><li>Justify why now </li></ul><ul><li>Fix top-down contact route </li></ul><ul><li>Issue advance agenda </li></ul><ul><li>Interview individually </li></ul><ul><li>Emphasise your interest in their personal guide </li></ul><ul><li>Help them to identify issues </li></ul>
  12. 12. Key cost-benefits <ul><li>Higher: Lower: </li></ul><ul><li>Working capital Costs </li></ul><ul><li>Productivity Aged debt </li></ul><ul><li>Profit Staff attrition </li></ul>
  13. 13. Cost-benefit analysis <ul><li>Calculate benefits in terms of money </li></ul><ul><li>Build cost-savings into their cost centres </li></ul><ul><li>Build earnings into their profit centres </li></ul><ul><li>Minimise your costs with finance options </li></ul><ul><li>Maximise return with long-term projection </li></ul>
  14. 14. Checklist when meeting prospective clients: <ul><li>1. Analyse and adapt to their personal style </li></ul><ul><li>2. Emphasis your role to support their goals </li></ul><ul><li>3. Ask permission to take notes </li></ul><ul><li>4. Ask about their organisation strategies </li></ul><ul><li>5. Ask about their personal priorities </li></ul>
  15. 15. Checklist when meeting prospective clients: (continued) <ul><li>6. Ask them about the ripple effect of issues </li></ul><ul><li>7. Ask them to estimate impact on cost/revenue </li></ul><ul><li>8. Counter-balance their costs with your cost-benefits </li></ul><ul><li>9. Build your uniqueness into their purchasing criteria </li></ul><ul><li>10. Reinforce your case studies and proof statements </li></ul>
  16. 16. Presenting <ul><li>1. Prepare </li></ul><ul><li>2. Rehearse </li></ul><ul><li>3. Ask for feedback </li></ul>
  17. 17. Visual display <ul><li>Lettering should be: </li></ul><ul><li>Max 8 times of 8 words </li></ul><ul><li>Max 30 numerals </li></ul><ul><li>Don’t: </li></ul><ul><li>Have numbers in columns </li></ul><ul><li>Use a kaleidoscope of colours </li></ul>
  18. 18. PowerPoint <ul><li>Check system compatibility </li></ul><ul><li>Outline content summary </li></ul><ul><li>Rehearse with notes </li></ul><ul><li>Animate with coloured pictures </li></ul>
  19. 19. Aims of presentation <ul><li>Decide if your purpose is to: </li></ul><ul><li>Convey information - To tell </li></ul><ul><li>Purpose - To sell </li></ul><ul><li>Motivate - To impel </li></ul>
  20. 20. Content <ul><li>C onsider time-frame </li></ul><ul><li>O rganise theme </li></ul><ul><li>N ame all possible points </li></ul><ul><li>T ake essential points </li></ul><ul><li>E nter links and illustrate </li></ul><ul><li>N ote key points on cards </li></ul><ul><li>T est understanding </li></ul>
  21. 21. Timing <ul><li>There is a dramatic tailing-off of information retention over time. </li></ul><ul><li>Keep it short and to the point. </li></ul>
  22. 22. Pre-delivery <ul><li>Check room and facilities </li></ul><ul><li>Note names and seating plan </li></ul><ul><li>Map agenda and time </li></ul><ul><li>Glow enthusiasm </li></ul><ul><li>Deep breath </li></ul><ul><li>Beam round </li></ul><ul><li>Stand up, head up, speak up </li></ul>
  23. 23. Delivery – beginning and ending <ul><li>Examples: </li></ul><ul><li>Question </li></ul><ul><li>Prop </li></ul><ul><li>Anecdote </li></ul><ul><li>Speech drama </li></ul><ul><li>Action </li></ul><ul><li>Surprise </li></ul><ul><li>Audio-visual gimmick </li></ul>
  24. 24. Delivery <ul><li>Pause often </li></ul><ul><li>Accentuate </li></ul><ul><li>Vary tone, pitch, speed </li></ul><ul><li>Repeat key phrases </li></ul><ul><li>Open hands in front </li></ul><ul><li>Take short simple words </li></ul><ul><li>Talk eye to eye </li></ul>
  25. 25. VHF – learning styles <ul><li>Visual </li></ul><ul><li>Hearing </li></ul><ul><li>Feeling </li></ul>
  26. 26. We recall: <ul><li>10% of what we read </li></ul><ul><li>20% of what we hear </li></ul><ul><li>30% of what we see </li></ul><ul><li>70% of what we take in through all three channels </li></ul>
  27. 27. Audience control <ul><li>Allow time for questions </li></ul><ul><li>Be sensitive to their needs </li></ul><ul><li>Create interest </li></ul><ul><li>Decide what they should do/think at end </li></ul><ul><li>Elicit success by commitment to progress </li></ul>
  28. 28. Audience questions <ul><li>Pre-empt </li></ul><ul><li>Allow time </li></ul><ul><li>Leave questions and handouts until end </li></ul><ul><li>Summarise and answer straight </li></ul>
  29. 29. Difficult questions <ul><li>If faced with a difficult question: </li></ul><ul><li>Relay - To group </li></ul><ul><li>Ricochet - To expert </li></ul><ul><li>Reverse - To asker </li></ul>
  30. 30. Types of people who could be in your audience: <ul><li>Heckler </li></ul><ul><li>Talker </li></ul><ul><li>Complainer </li></ul><ul><li>Whisperer </li></ul><ul><li>Wonderer </li></ul><ul><li>Interrupter </li></ul>
  31. 31. Written proposals - structure <ul><li>1. Covering letter </li></ul><ul><li>2. Management summary </li></ul><ul><li>3. Client aims and objectives </li></ul><ul><li>4. Current methods and costs </li></ul><ul><li>5. Requirements </li></ul>
  32. 32. Written proposals – structure (continued) <ul><li>6. Proposed improvements </li></ul><ul><li>7. Implementation plan </li></ul><ul><li>8. Supplier’s unique benefits </li></ul><ul><li>9. Cost-benefits and return on investment </li></ul><ul><li>10. Appendices </li></ul>
  33. 33. Tipping the balance <ul><li>Test acceptability of draft costings in advance </li></ul><ul><li>Number each page </li></ul><ul><li>Use graphics </li></ul><ul><li>Proof-read it yourself </li></ul>
  34. 34. Tipping the balance (continued) <ul><li>Make a copy for each decision-maker </li></ul><ul><li>Tailor to the reader </li></ul><ul><li>Submit it in person </li></ul><ul><li>If competing, submit it last </li></ul>
  35. 35. Covering letter <ul><li>Personalise to each decision-maker </li></ul><ul><li>Thank them for assistance to date </li></ul><ul><li>Put a deadline on the quote </li></ul><ul><li>Confirm next action </li></ul>
  36. 36. Submitting your proposal via third parties <ul><li>Avoid if possible </li></ul><ul><li>Do their work for them </li></ul><ul><li>Offer to be available when they submit </li></ul><ul><li>Include case studies and testimonials </li></ul><ul><li>Track its route </li></ul>
  37. 37. Exhibitions <ul><li>Objective - Qualify and sell to new prospects </li></ul><ul><li>Opportunities - New leads and visibility </li></ul><ul><li>Preparation - Send a mail shot and follow up by phone </li></ul><ul><li>During - Qualify quickly </li></ul><ul><li>Ask them their WANTS: </li></ul><ul><li>Wants </li></ul><ul><li>Authority </li></ul><ul><li>Needs </li></ul><ul><li>Timescale </li></ul><ul><li>Spending power </li></ul>
  38. 38. Exhibitions - Don’t: <ul><li>Say ‘Can I help you?’ </li></ul><ul><li>Pounce </li></ul><ul><li>Line up </li></ul><ul><li>Cluster </li></ul><ul><li>Hover </li></ul>
  39. 39. Exhibitions - Do <ul><li>Smile invitingly </li></ul><ul><li>Keep the stand tidy </li></ul><ul><li>Use enquiry forms </li></ul><ul><li>Follow up quickly </li></ul>

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